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Selling Value – It’s More Important Today than Ever!
by Richard Ruff, Ph.D. and Janet Spirer, Ph.D.

While price has moved to a more prominent position in all sales, it still remains central primarily in transactional sales. In major sales, while customers may be more price conscious than in the past, value remains the cornerstone to successful selling.

Selling a Price Increase: Is There a Good Time?
by Mark Hunter

The more confident and comfortable you become in your pricing – including your price increases – the less likely you will be to devote precious effort and energy to worrying about your pricing.  That effort and energy is better spent on showing your customer how the value of your product or service meets their needs and the benefits they desire.

A Powerful Sales Technique Courtesy of Honest Abe
by Jeff Beals

While he was blessed with many talents, Lincoln’s greatest attribute may have been his ability to communicate. He was a skilled orator who eloquently wrote many of his own speeches. He mastered the art of interpersonal communications several decades before the term “interpersonal communications” was coined. It wouldn’t be a stretch to credit Lincoln as one of history’s greatest communicators. But of all the communications techniques he so successfully employed, there was one where he especially shone.

How To Improve Sales Negotiation Skills
by Jeremy J.  Ulmer

“My father said: You must never try to make all the money that’s in a deal. Let the other fellow make some money too, because if you have a reputation for always making all the money, you won’t have many deals.” ~ J. Paul Getty. Here are 17 quick sales coaching tips to improve your negotiation skills.

The Truth About Lying
by John Boe

Some people can't tell a lie, others can't tell the truth and unfortunately, most people can't tell the difference. Can you tell when someone is pulling the wool over your eyes? Whether you're an attorney selecting a jury, a manager interviewing a new agent or a salesperson making a presentation, your ability to quickly and accurately discern the truth greatly enhances your effectiveness.

Are You Giving Away Your Profit?
by Mark Hunter

If you can’t land the customer at the profit margin your business plan is built upon, then that particular customer is not worth having.  Think I’m crazy?  Run the numbers over the long-term and you will see what I mean. To avoid being in the situation where you feel desperate to get a sale “at all costs,” here are some strategies to put in place.

Networking as Your Sole Marketing Vehicle
by Jeff Beals

When it’s all said and done, good networking can lead to career-long relationships. This means you might take care of clients together, create referral opportunities and find complementary products. Gaining exposure to others’ networks will increase your opportunities.

The Millennials are Here – What are the Implications for Quickly Ramping Up Millennials into the Sales Force?
by Richard Ruff, Ph.D. and Janet Spirer, Ph.D.

The dates marking the starting and ending birth dates for the Millennials varies by what you read, but the most referred to is the mid-1970s and the early 2000s. The largest generation since the Baby Boomers, the Millennials will have a huge impact – socially, economically, and even on sales training!

Top 10 Sales Coaching Tips to Improve Your Listening Skills
by Jeremy J.  Ulmer

“Deep listening is miraculous for both listener and speaker. When someone receives us with open-hearted, non-judging, intensely interested listening, our spirits expand.” ~ Sue Patton Thoele

Selling to the Four Temperament Styles
by John Boe

Have you ever wondered why you seem to hit it off right away with some customers, while with others it's more like oil and water? That's because we respond intuitively to the natural chemistry, or lack there of, between temperament styles. Our temperament style not only determines our behavioral traits, body language patterns and buying style, but it also influences our compatibility with other people.

Your Customer’s PIR: Price Investment Ratio
by Mark Hunter

The “Price Investment Ratio” (PIR) is the amount over the minimum amount a person would have to pay for something. They are willing to pay it to feel confident in what they are buying.   You might say the PIR should really be the CP – the “Confidence Premium.” There are no two ways about it – when you have great service but do not reflect it in your PIR, then you are underselling.   If you are underselling, you are not making the profits you could be making.

A Roadmap for Negotiating Major Account Sales
by Richard Ruff, Ph.D. and Janet Spirer, Ph.D.

Because of the complexity of the negotiation itself and the significance of getting it right, the actual plan for a major account negotiation must be developed with care.  In any major account, if the sales team does not develop a well-conceived and coordinated negotiation plan, they are playing Russian roulette with the long-term relationship with the customer and with the profitability of the sales opportunity.

20 Tips From a Sales Coach to Increase Sales Productivity
by Jeremy J.  Ulmer

Here are 20 quick tips to help you increase your sales productivity. Keep in mind, not every tip will be useful for every person. Just pick the tips that are helpful for you and integrate them into your routine.

Adversity Gives You Strength
by John Boe

How can you stay self-motivated and productive in the midst of turbulent times and a sluggish economy? How do you persevere as a salesperson when times are tough and customers seem to be holding on to every penny in fear of economic uncertainty? Adversity will never leave you where it found you; it will either strengthen your character or weaken your resolve.

Why Buyers Love to Delay Buying
by Mark Hunter

Salespeople love to complain about buyers. One of the complaints salespeople share the most is that buyers never seem to make up their mind. Just about the time it looks like they’re going to make a buying decision, they suddenly hold off. Yes, there are times when a buyer legitimately can’t make a decision. Many times, though, the delay is nothing more than a tactic on the part of the buyer to get a better deal. 

Six B2B Sales Best Practices
by Richard Ruff, Ph.D. and Janet Spirer, Ph.D.

Selling is a complex discipline involving many kinds of activities. Some are customer-facing (e.g., making a presentation). Others are background activities (e.g., researching the customer). In that complex array of activities there are innumerable qualities that make someone a top performer. This analysis focuses on six best practices which can be observed and then trained and developed across a sales force.

Five Sales Coaching Steps to Formalize Your Sales Career Goals
by Jeremy J.  Ulmer

Many sales professionals and sales leaders are so busy handling day to day challenges that they forget to formalize their sales career aspirations and goals. Make the time to do this today. Spending just 10 to 20 minutes on this 5-step sales coaching process could make all the difference in the world.

Dispatching Three Common Myths about Sales Coaching
by Richard Ruff, Ph.D. and Janet Spirer, Ph.D.

Although it is often difficult for individual managers to alter some of the institutional issues that frequently get in the way of successful sales coaching, some common hobgoblins of sales coaching can be exposed and dispatched.  So, let’s take a short journey into the land of sales coaching myths.

When and How to Intervene in a Big Sale Opportunity
by Kevin Davis

If you find yourself fretting over big sales, examine everything that has happened during the sales process. If the team has done a good job, then you add little value by pestering your sales team (or the prospective customer) with unnecessary calls, emails, or visits.  If they haven’t done a good job, then most likely there are some flaws in your training and coaching processes.

Intellectual Capital and Your Sales Career
by Mark Hunter
“The Sales Hunter”

"We’re forced to close because the bank will not loan us the money we need.”  Phrases like this have been heard too many times the last several years, and yes, it’s unfortunate, but here’s my perspective:  “Companies don’t fail due to a lack of financial capital. They fail due to a lack of intellectual capital.”

Recruit Your Way to the Top!
by John Boe

A sales manager's primary responsibility is to recruit, train and motivate his or her sales force to achieve peak performance. Of these three vitally important tasks, recruiting is the least understood and by far the most challenging. While there's no perfect system that can guarantee you'll hire the right person every time, there are fundamental guidelines you must follow if you expect to recruit your way to the top!

Top 10 Sales Coaching Tips To Increase Sales Productivity
by Jeremy J.  Ulmer

In the world of sales, finding ways to increase productivity and get more done in less time is essential to achieving great sales results, making more commissions, working less, and having more personal free time. Here are 10 sales coaching tips to boost your productivity to new levels.

Your Pipeline Could Be Fuller
by Mark Hunter

I talk to salespeople all the time and most say that prospecting is their number one source of new business.  So if you are like most salespeople, one of your hardest tasks is simultaneously one of your most necessary – keeping your pipeline full.  There’s no way to slide into loads of profit without some effort – serious effort – on the front end.

Sales Lessons From Europe's Victory At The Ryder Cup
by Andy Preston

After watching Europe's victory against the USA in the Ryder Cup, I was aware of how many 'sales lessons' could be gained from Europe's victory.  So, here are the biggest ones and how they relate to your sales, and those of your team.

The Strangest Secret
by John Boe

Earl Nightingale's "The Strangest Secret" sold over one million copies and made history in the recording industry by being honored as the first Gold Record for the spoken word. Nightingale, known as the "dean of personal development," concluded that life's "strangest secret" is that we become what we think about all day long.

Attract More Clients By Dumping the Junk – Your PITA Clients!
by Joanne Black

If you want to attract more clients, then you need to fire the pain-in-the-ass (PITA) clients who do nothing but suck up your time and energy. You know exactly who I’m talking about — the time-wasting, buy-nothing customers.  By dumping them, you free up time to develop and care for the ones who really matter.

Making the New Business Pitch:  How to Get More Clients by Avoiding 3 Deadly Presentation Mistakes
by Terri Langhans

Congratulations! Your firm made it to the short list and you’ve been invited to the new client interview. Regardless of the staging or format, one thing’s for sure:  It’s your make or break chance to win the business. Here are some traps, tips and tools you can use to make your new business pitch or interview stand out and win more clients.

Top 10 Ways To Stay Motivated In Sales
by Jeremy J.  Ulmer

In the world of sales, finding ways to stay motivated is essential to achieving great sales results, making more commissions, working less, and having more personal free time. Here are 10 coaching tips to boost your motivation to stay on purpose.

Selling to the Competitive User 
by Landy Chase

Successfully persuading a competitive user to leave their existing vendor for you takes an enormous amount of patience, skill, and strategy. Unfortunately, most business people don't approach the strategic issue of competitive loyalty properly, and they pay for it with limited success in their take-away efforts. 

Stop Selling and Help Your Customers Buy
by Steven Van Yoder

Thriving in these uncertain times requires a new mindset. Your prospects still have the same challenges, and your company can still deliver value. But the recent shift in consumer psychology requires new approaches for generating awareness and building a case for your products and services.

Your Buyer is Smarter than You
by Mark Hunter

As a salesperson, you can thrive with buyers and purchasing departments if you follow these simple approaches:  Be yourself, be professional, and be engaged in genuinely wanting to help the buyer and their company.  If you can’t do these things, then you shouldn’t be selling. If you are not sure if you’re already doing these things, then I hate to tell you this, but you’re probably not.

Top Four Sales Excuses that Stop You From Winning More Clients
by Jeremy J.  Ulmer

By committing to turning these mistakes and excuses into powerful success strategies, you will begin to create extraordinary sales and business results! Don’t wait, make a commitment to yourself today!

How to Build Trust and Rapport Quickly
by John Boe

If you're working hard, but aren't consistently generating enough sales and getting referrals… chances are it's a matter of trust! Suppose you could incorporate a few simple, yet highly effective ideas into your selling process and substantially increase your bottom line? One of the most critically important and yet frequently overlooked aspects of selling is creating a solid foundation of trust and rapport.

Negotiation Checklist to Ensure a Successful Outcome
by Mark Hunter

Is negotiating an easy task for you?  Do you feel confident in what you are doing?  In this article, Mark Hunter outlines what he believes are the guidelines you need to follow to help ensure a successful outcome to every negotiation. 

The Unpaid Consultant 
by Landy Chase

Whether you are a car salesman, a financial advisor, a copier rep, a lawyer, or a plumber, customers can get what you sell from dozens of other people who offer the same thing. In a me-too world, good advice – ideas that help customers to make better decisions – trumps, by a wide margin, the value of your “wares”. 

Leading for Sales Performance: Can Your Managers Answer These 5 Critical Questions?
by Michael Leimbach, Ph.D., Wilson Learning

Sales leaders and managers can have a great impact on the performance of their people and many have come up through the ranks but have little leadership training. This article looks at 5 key questions that leaders really need to address to achieve top performance from his or her team.

Six Powerful Prospecting Tips
by John Boe
Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products and trained by the same sales manager struggle each month financially to make ends meet? The answer to this question is painfully simple; the six-figure sales reps spend more time on the phone and never forget to ask for referrals!

Escape the Numbers Trap: 4 Steps to Target Prospecting for Increased Sales
by Ed Tittel and Carl Eidson, Ph.D., Wilson Learning

If yours is like a lot of sales organizations, you may have intensified prospecting efforts lately as old customers downsized, cut spending, and in some cases went out of business altogether.  The problem is that prospecting is often time-consuming, costly, wasteful, and hard on the morale of the sales team. So what’s the alternative to the traditional “dialing for dollars” approach?

The Dangers of Sales Professionals Working From a Home Office
by Jeremy J.  Ulmer

I have worked successfully from a home office in various sales roles in the past, and there are many benefits from working at home; however, there are also many dangers. Sales managers and sales professionals need to be aware of potential pitfalls. Avoid the following dangers and you will be able to create a highly productive home office environment.

Why You Should Laugh Your Way to Better Sales Results
by Jeremy J.  Ulmer

Is your sales force not producing the results you want and lacking the energy, teamwork, drive, and the attitude that they need to have for great success? Are you a sales professional or sales manager who is carrying around too much stress, lacking motivation, and not achieving your full potential? If any of this is true, then listen up.

Negotiating and the Three Ts: Trust, Time and Tactics
by Mark Hunter

Successful negotiating requires you have a strategy. The clearer your strategy before negotiating, the more successful you will be.  At the core of the strategy is what I refer to as the “3 Ts of Negotiating:  Trust, Time, and Tactics.”

Top 10 Sales Coaching Myths Exposed
by Jeremy J.  Ulmer

As I was doing research on the sales coaching industry, I discovered there is a great deal of garbage about sales coaching on the internet. People who are posing as sales experts are infiltrating minds with myths that are absolutely false! And, that’s exactly why I’ve written this article ... to make some waves in my industry by debunking 10 of these myths right now.

Why Social Networking Your Way Won’t Build Your Business
by Joanne Black

The most energizing and exciting part of our work is the relationships with our clients - the interaction. We enjoy learning about our client’s business and matching our solutions to their needs. In an era dominated by ever-expanding technology and social media pressures, always remember that personal connections, referrals, and earning trust count most.

Walt Disney Knew it First: Selling is about Confidence and Constancy
by Shelley F. Hall

“Sales rallies” are a great way to energize your staff, communicate new selling tools and techniques and to build team spirit.  I was recently asked to speak at a sales rally where the theme for the event was Disney, a company selected as the theme because of its stellar reputation for service.  My job was thus to link my ideas about sales to service. Here are the four C's from Walt himself.

Selling to Purchasing Departments
by Mark Hunter

Whether you are a new salesperson or a seasoned veteran, you likely will agree that dealing with a purchasing department can create a tremendous amount of stress for a salesperson.  Unless you are truly unprepared, there’s no reason for anyone to fear dealing with a purchasing department.

Sales Coaching Tips To Minimize Distractions and Boost Results
by Jeremy J.  Ulmer

As a sales professional, sales leader or business owner, distractions can often be the main obstacle for achieving great success. If you have too many distractions, you will never achieve your full potential. Here are some tips on how to minimize common distractions.

Who Really Achieves Success in Sales?
by Mark Hunter

Success in sales does not go to the one who has the lowest price. Nor does success in sales go to the one who has the best customers. And, success in sales does not go the one who has the most intelligence. Who really achieves success in sales? The people who practice integrity with every person with whom they come in contact.  There is no substitute – no alternative – to consistent integrity.

Marketing Strategies: How to Stay Positive No Matter What
by Maya Bailey, Ph.D.

Now, more than any other time in our recent history, is as important that we find ways to stay positive -- no matter what. In these uncertain economic times, your success depends on your mindset, not on the economy or on the marketplace. When you maintain a positive attitude, even in the face of perceived adversity, you thrive, rather than just survive.

Shorten Your Sales Cycle So You Can Win More Clients, Faster!
by Jeremy J.  Ulmer

As a sales professional, entrepreneur or business owner, being able to effectively establish new client partnerships and increase sales results quickly is vitally important. When sales are going great it can be very exciting! But, after a while, things slow down and you hit a wall. You find yourself chasing after prospects and wondering why it is taking so long to convert prospects into clients. So where do you turn when you are stuck in sales quicksand and can’t get your prospects to move forward?

Close Too Quick and You Lose Profit
by Mark Hunter

It’s always rewarding to close a sale and immediately have the new client sign the documents to secure the sale.  For some reason, we can’t seem to forget the great rush that occurs from these new clients.  I’m here to say that as good as the rush might be when we allow a sale to occur too quickly, we wind up leaving money on the table.

Sales Versatility: Connecting with Customers Every Time
by Michael Leimbach, Ph.D., Wilson Learning

The ability to consistently build productive, trusting relationships with many types of customers is the best predictor for getting second appointments, closing important sales, acquiring referrals from customers who buy, and avoiding the wasteful process of damage control in rocky relationships.

Need Sales Coaching? Top 7 Questions You Should Ask Before Hiring a Sales Coach
by Jeremy J.  Ulmer

There are many sales coaches in the field and it is hard to know where to start or what to look for when hiring a coach.  There are highly qualified sales coaches like myself and then there are others who just jumped on the sales coaching bandwagon. Here's how can you find the best sales coach for you and your organization.

Only Losers Cut Their Prices
by Mark Hunter

In today’s marketplace, offering discounts seems to be the number one technique people are using to try and get business.  Management has bought into the age-old argument that the only reason their salespeople can’t sell more is because their price is too high.  It’s time to put this to rest. 

Ten Immutable Sales Leadership Truths in Recessionary Times
by Don McNamara

Are you feeling the pinch of the economic times?  It's pretty hard to avoid the news; everywhere you look it is not encouraging. Having gone through a few economic downturns in my career, it's easy to recall exactly what we did to revive relationships and activity in order to capture every conceivable order that was available.

How I Learned the #1 Rule of Direct Response Marketing
by David Foley
Recently, I was shredding some old orders and it reminded me of Direct Response Rule # 1. It was this business that taught me this rule. Here’s the back story with the clarity of 20/20 hindsight.

Why Conventional Brand and Corporate Advertising Could Use a Little “Direct” Thinking
by David Foley
William Lever is known for his belief that “half of his advertising budget was wasted … he just did not know which half.” That reality is both the blessing and the curse of conventional “brand” and“corporate” advertising. But, a little “direct” thinking allows you to obtain response data from your advertisements and build a prospect database.

Close More Sales: 3 Ways to Get In, Get Started and Make More Money Now—No Matter the Economy
by Joanne S. Black

If you focus on building relationships and implement the sales strategies I reveal here, you’ll be able to close more deals and get more sales now. People will buy from you even in a lagging economy — no matter what your price point. So, what are you waiting for? Get in and get started now!

7 Habits of Highly Effective Sales People - How to Use the "7 Habits" in Relationship-Based Sales
by Sonya Sullins

The premise of the 7 Habits is that there are seven principles that, if established as habits, will help one achieve true interdependent effectiveness. The key to achieving this goal is to align oneself to principles of a character ethic and to values that are universal and timeless.  Maximize your sales efforts by applying universal and timeless values to your sales philosophy. 

Five Deadly Sins Businesses Make in Sales
by Jim Lewis, CEO, Princeton Sales Partners

While losing a sale can be attributed to any number of reasons, it could be caused by a common selling mistake. Even the most seasoned executives make blunders in the sales process that are easily correctible. Before you lose any more business, it’s crucial to learn more about the most common selling sins and how to avoid them.

From Solution Selling to Business Consulting: Salesforce Expertise as Competitive Advantage
by Ken Valla, Regional Vice President of Sales,Wilson Learning
Expert sales professionals can build customer relationships that generate profitable sales—as long as they are able to add real value to the customer’s business. Even in the hardest of times, companies need expertise and solutions that address business fundamentals such as productivity, efficiency, financial results, and return on investment (ROI).

Cutting Packaging Down to Size
by Ted Mininni

Smart companies will embrace more far-reaching package design systems over time and find ways to do business more efficiently on every front, including the intelligent use of energy and natural resources. Continuing commitment to these important goals will make the companies and brands that embrace them shine in the eyes of consumers.

Is Your Sales Team Creating Real Differentiation? 
by Tom Roth, President of Global Solutions Group for Wilson Learning Corporation

Suppose a salesperson were able to create a highly differentiated offering that provides real value competitors can’t copy—because it is unique to the customer? Salespeople can achieve this kind of differentiation by looking beyond their product to all aspects of the customer’s experience across the whole process of buying and using a product or service.

The Fastest Way to a 100% Closing Ratio
by Vince Poscente

100% of the prospects she asked said yes. Even the people that started by saying no, said yes. She's my nine-year-old daughter. Her name is Alex and the most amazing sales person I have ever seen. Here's what she said at each home.

An Economic Slowdown is the Perfect Opportunity for Top Salespeople to Shine
by Neil Shorney

Now is the time for top salespeople to do better than ever. When purchases are being looked with so much more scrutiny, it's now that the salesperson can really make the difference. Here are ten tips to be the best.

Gaining Agreements: Why Children Are Masters at Selling!
by Shelley Hall

Adult sales people carry psychological baggage that gets in their way.  Unlike children who are fearless, adults allow the fear of getting a “no” to prevent them from asking for the sale.  If sales people understood that there are levels of agreement they should seek before, during and after they ask for the total sale, that fear would diminish and their success rate would increase.

Helping Customers Recognize Your Value and Be Willing to Invest in It
by Jeff Thull, CEO and President of Prime Resource Group
Conducting a thorough diagnosis of your customer’s business situation up front allows you to start adding value from the moment you walk in the door.  It also establishes the foundation for demonstrating how your solution can provide significant, verifiable value that is truly connected to your customers’ real business.

Sales and Marketing Harmony
by Maureen Blandford

Branding doesn't work in business to business. I’m doggedly determined to help B2Bs with a direct sales force understand that in B2B it’s people, and how they perform in the sales and delivery processes that have the greatest impact on current and future customers. Not Branding.

Being Trustworthy Won’t Make You a Trusted Adviser!
by Ian Mills

Ian Mills, Chief Executive of Transform People International examines the way customers buy professional services and high value products and the importance that they place on relationships. Is the quality of your relationship the real answer to earning more profitable long term revenue from every customer?

How to Become a Winning Sales ACE and Avoid Getting Shot Down!
by Waldo Waldman
Take it from somebody who’s been shot at in real combat, the winning ACE’s in business and life prepare for the worst, but then expect the best. They acknowledge adversity and develop the confidence to overcome it by hard work and focus.

Building Your Business Through Quality Referrals
by Jeff Thull, CEO and President of Prime Resource Group

For a few exceptional sales professionals, a well-stocked pipeline is a reality.  They have been able to achieve a continuous, seemingly effortless flow of new prospects and customers, all while investing less time on cold calls. What is their secret?  They have the ability to get a high percentage of their business from customer and prospect referrals.

Avoid Drawn Out Sales Cycles and Win Quality Business
by Jeff Thull, CEO and President of Prime Resource Group
Customers are rarely to blame for long-drawn out delays. Instead, it is salespeople themselves who are the biggest contributors to the delays they find so frustrating.  Paradoxically, it is the eagerness to move the sale along that leads them into the trap of prematurely presenting solutions for problems their customers don’t clearly recognize they have.

The Sales Systems Model®
by Sharonne Phillips
Selling any product or service is based on relationships – the relationship between the customer or client and the supplier or product.  It doesn’t matter if it is a product or service, successful sales are based on trust. It is important to understand how sales relationships are established, developed and maintained.

Close More Sales … by ‘Seeing’ the‘Window Of Dissatisfaction’
by Craig Elias

When you notice the Window of Dissatisfaction, you’ve got the beginnings of a competitive edge – an “unfair advantage” that will increase your close ratios, shorten your sales cycles, and increase your average deal size. In short, you will excel at sales when you can identify, focus on, and sell to buyers in the Window of Dissatisfaction  … before your competition.

What is a P.R.I.M.E. Resource®?
by Jeff Thull, CEO and President of Prime Resource Group
Leading thinkers in business are discovering that the traditional strategies of differentiation through product, price and service are not nearly as productive as building a solid base of steady customers who look upon them as partners -- partners who seek to establish P.R.I.M.E. Resource® relationships with a smaller number of key suppliers and do whatever is necessary to maintain those relationships.

Did You Get My Message?
by C.J. Hayden, MCC
Marketing messages that never reach your prospects are one more reason it's critical for your success to tell people what you can do for them over and over, instead of expecting a single communication to do the trick. In all your marketing efforts, plan from the outset to reach out to each prospect multiple times, using more than one method.

How to Manage Independent, Tech-Savvy New Millennial and Help Them Sell Effectively
by Gregory Stebbins
Smart sales managers focus on developing their Millennial’s people savvy. They understand flexible work roles and create effective virtual teams. They leverage technology that will help Millennials become a valuable asset sooner rather than later.  And, most importantly they meet the challenges of working with, not against, the new Millennial sales team generation.

Promiscuous Prospecting
by Jill Konrath
Promiscuous prospecting does NOT work. It never has and it never will. Follow these guidelines to get out of the "More is Better" trap which is absolutely ineffective for selling to big companies in today's marketplace. Focus on learning. It's the only way you'll ever get yourself out of the numbers game.

The Inner Wingman - Trusting Yourself
by Waldo Waldman
Before fighter pilots can fly in combat, they have to demonstrate expertise in tactics, technology, and hands-on flying. Extensive hours of study, simulation and practice missions must be accomplished before they are designated "M/R" - MISSION READY. Simply put, they're not trusted to fly with other wingmen until they can fully trust themselves!

5 Critical Skills for Sales Success
by Jeff Thull
The Hippocratic Oath of a physician -"First do no harm"- is at the heart of the thinking of the most successful sales professionals. They believe that their success will come from taking care of their customers and helping them become successful. They approach their customers thinking, "How can I help them succeed?" rather than "What can I sell them?" They know how to succeed … together.

Enticing Voicemail Messages
by Jill Konrath
Voicemail is a fact of life today. Whether you like it or not is irrelevant. And believe me, getting through to decision makers is only going to get worse. So if your livelihood depends on getting in to see these people, you better learn how to use it to your advantage.

Sales Self-Sabotage: The Cause and the Cure
by Jeff Thull
No sales professional in their right mind would sabotage their own sales intentionally. Nevertheless, self-sabotage - the act of undermining one's own credibility and alienating the very customers and prospects we count on for our livelihoods - occurs with dismaying frequency. In this article, I'll focus on how to solve two sources of self-sabotage that cause salespeople to shoot themselves in the foot: "dangling insults," and the "old brain."

Selling to Executives: Getting in and Earning the Keys to the Elevator
by Jeff Thull

In selling to executives, it is about establishing relevancy, credibility, and trust…all of which lead to access to people and information within the organization…what I refer to as “earning the keys to the elevator.” So how do you connect and get the keys to the elevator?

How to Make a Good First Impression by Finding the Hidden Message in Your Prospect's Handshake
by Gregory Stebbins

More than just physical contact, a handshake conveys a wealth of psychological information. Most people don't spend time probing the depths of this unconscious communication. They just have a "feeling," or a sense that their "intuition" is telling them something. However, there are things we can use as sales professionals by looking a little more closely at the experience.

Passing the "Tell Me More" Test
by Jill Konrath
What do prospective clients really mean when they ask you to tell them more? If you think they're looking for information about your product, service, solution or company – you're dead wrong! In this article you'll discover how to respond in a manner that advances the sales process and positions you as a trusted advisor.

Diagnostic Marketing® "It's not about us - It's about the customer!"
by Jeff Thull

Business-to-business customers care about their strategies and how to execute them and their problems and how to solve them. This is why problem-oriented differentiation, or Diagnostic Marketing, is the most effective way to bring complex solutions to market.

Building Client Relationships: How to Use Sales Psychology to Create More Lifetime Clients Now
by Gregory Stebbins

When the customer perceives you as the expert who really understands what he or she needs and when you give it to them in the way they recognize as serving their needs, you automatically turn an adversary into an ally. This will turn your customers into lifetime customers.

Ten Timely Tips For Mastering The Complex Sale
by Jeff Thull

Timely and timeless tips from Jeff Thull, the author of Mastering the Complex Sale, The Prime Solution, and Exceptional Selling: How the Best Connect and Win in High Stakes Sales.

How to Use Sales Psychology to Create Longer, Lasting Sales-Winning Relationships
by Gregory Stebbins

Archeologists can dig up ancient cities and create a pretty accurate description of the inhabitants' lifestyle just from the arrangement of the ruins and pottery fragments. As sales professionals we must do the same thing with the artifacts surrounding our customers, so we can communicate better and develop longer lasting relationships with them.

Extreme Qualifying: Two Steps to High Performance Qualification
by Jeff Thull

Extreme qualifying is qualifying according to the internal profile of the customer, recognizing the reality of symptoms that represent real risk.

Five Steps to Turn Audiences Into Clients
by C.J. Hayden

Public speaking can be one of the most powerful methods available for an independent professional, consultant, or coach to land new clients. But it doesn't always work out that way. Before you book your next speaking engagement, ask yourself these five questions to make sure you're on the right track to turn your audience into clients.

Winning Strategies to Succeed in Complex Sales
by Jeff Thull

You have made it to the high stakes world of the complex sale, and you are going to have to ratchet up your skills and disciplines if you are going to compete and succeed.

The End of Solution-Based Selling
by Jeff Thull

Shifting to a new paradigm will not only help you live to see tomorrow, but it will foster in you the agility and plain old street smarts to take your business in completely new, highly profitable directions.

The Three Sales Leadership Challenges that Prevent Sales Force Success
by Jeff Thull

Sales leaders who can meet these challenges will replace frustration with confidence and direction for the individuals on their team and themselves.

Optimizing B2B Marketing and Sales Processes Helps CEOs Drive More Profitable Growth
by Sergio Balegno

Successfully transforming a culture of disparate marketing and sales activities into a cohesive marketing-sales process starts at the top.

How to Prevent 11th Hour Negotiations
by Jeff Thull

Negotiation takes on a new definition in the diagnostic process, which centers on clear and precise communication and collaboration - a continual series of "mutual agreements and understanding."

Direct Mail Strategies: How to Get a 50% D.M. Response Rate With a Stroke of the Pen
by Michael Kaselnak

A few businesses have begun to see huge success with a 2,000 year old tool that has none of the sexiness of a celebrity endorsement or the award winning graphics of a Madison Avenue Advertising firm.

Marketing Is Not A Cost - A CEO Who Doesn't Understand Marketing Is!
by Michelangelo Celli

Most CEOs of privately held Business-To-Business organizations have not taken the time to measure what their customers are worth to them over their lifetime, and so they have no way to build a rationale for what they are willing to spend to win more customers.

You'll Gain More Credibility Through the Questions You Ask . . . Than the Stories You Tell
by Jeff Thull

The goal is to let your questions help you establish exceptional credibility and become a problem solver for your customers.

The True Four P’s of B2B Marketing for CEOs
by Michelangelo Celli

The 4 P’s model was developed for business-to-consumer challenges, and not business-to-business challenges. This is why I cringe when I see it up in front of seminar audiences of top management from B2B companies.

Increase Your Bottom Line With Sales Training That Sticks
by Chuck Mache

Before spending your money on sales training, make sure the sales force is prepared to train and that the dots are connected through the five steps of the Breakthrough Model.

Get Clients NOW! 2006
by C.J. Hayden
Make a better living doing what you love with expert advice from C.J.Hayden! (ed.)

Dropping the Ball
by Michelangelo Celli

When it comes to marketing, most CEOs at B2B companies make lousy catchers, and even worse pitchers.

Being Unique is a Good Thing ... Isn't It?
by C.J. Hayden

Don't let your business be a victim of "terminal uniqueness" -- the belief that you are so different from anyone else that none of the rules apply to you.

Beyond the Elevator Pitch: A High Credibility Conversation
by Jeff Thull

Within the first 20 seconds you must simultaneously establish relevancy and credibility - or you will be dismissed as just more marketing noise in the relentless barrage of sellers looking for attention.

Consultancy-led Account Development: The Missed Opportunity
by Sandy Arpino

There is a better way of gaining new business: optimised Account Development led by senior consultants.

The Presentation Trap: Why Making Presentations Can Cost You the Sale
by Jeff Thull

I am often surprised that even the most sophisticated professionals get caught in the presentation trap. They spend an inordinate amount of time preparing for a razzle-dazzle presentation and often lose sight of the issues at hand.

How Small Flash Drives Offer Big Marketing Opportunities
by Jim McKinley

As the popularity and capabilities of USB flash drives continue to grow, marketing professionals will continue to find unique and innovative ways to utilize flash drive marketing. The marketing possibilities may only be limited by the imagination.

Targeting Your B2B Lead Generation Efforts
by M.H. McIntosh

When searching for prospects to buy your products or services, you want to find those companies who have a problem for which you have the solution. Here are ways to target your market.

Establishing Customer Relevance Drives Sales, Spells Relief
by Michelangelo Celli

Marketing has evolved. But most corporate marketing approaches have not. Here is a quick way to understand the product, market and customer relationship and the importance of relevance to getting the outcome you desire.

Sales Secrets for Entrepreneurs
by Chet Holmes

Educational - based marketing casts a wider net, attracts more buyers at every turn and closes a higher percent of prospects if and only if the "education" you provide is of true value.

Seven Common Sales Challenges that Prevent Executive Level Access
by Jeff Thull

Gaining access and connecting to executive decision makers is one challenge that most sales professionals face, and access to the Executive Suite can mean the difference between success and mediocre results.

Sixteen Proven Techniques for Better B2B Sales Leads Generation with Print Advertising
by M. H. "Mac" McIntosh
Generate more qualified B2B sales leads for your salespeople, representatives, distributors or resellers with effective print advertising.

Three Marketing Mistakes Every Business Manager Makes
by Terri Langhans

Here are a few important marketing mistakes along with a recommended fix that will help you attract more business and get better results from your marketing, regardless of how big or small your marketing budget is.

The Three Traps of Selling Conventionally in a Complex Environment
by Jeff Thull

When you follow the conventional sales process in a complex sale, you run head first into a series of traps that grow progressively more difficult to avoid and that make a positive outcome for the sale ever less likely.

How to Run Happy Sales Meetings
by Alexander Kjerulf

If you find yourself dreading sales meetings or find yourself uncomfortable in a traditional salesman role, give this method a shot. Not only will you enjoy meeting customers this way - you’ll also sell more.

How Many People Should You Bring with You to Your Next Marketing Pitch?
by Sara Holtz

Have you wondered how many people you should bring with you to an upcoming marketing meeting? Recently, three different clients faced this question as they followed up with a potential client.

The Decision to Buy
by Jeff Thull

How do you guide your customers through a high quality decision process that will help them understand the value of your solution and be willing to invest in it?

What if No One Signs Up?
by C.J. Hayden

It's the nightmare of every professional who offers group programs. You design a powerful workshop, schedule a date, broadcast your marketing message… and no one registers. Then what?

Selling to Executives - Who's Getting Their Attention, You or Your Competitor?
by Jeff Thull

The bottom line is, ill-prepared salespeople will continually be pushed back down to support levels if they don't keep in mind the five key steps to engage the executive and increase the value they can bring to them.

Marketing Metrics that Really Matter
by Bray J. Brockbank

In today's world of shrinking marketing budgets, it's essential to link marketing metrics to marketing and business strategies. Marketing must make metrics matter more ... today.

Fast Forward Selling - The Marketing Review
by Lois Creamer

There never has been a better time to be reminded of the basics needed in order to thrive - not merely survive.

Making Time for Marketing
by C.J. Hayden

There are many ways to include marketing activities in your busy life. So instead of wishing you had more time for marketing, why not make marketing a part of the time you are already spending?

How To Gain Monopoly-Like Profits Through Ethnic Marketing
by Michael Bolden

Tapping into and creating ethnic space monopolies is at the heart of this article and should be the goal of every ethnic marketing plan.

Have You Created an Impossible Business?
by C.J. Hayden

Unless you do the math to prove or disprove your assumptions, you may be creating a business that can never succeed.

Corporate Gobbledygook
by Steve Kayser

Corporate Gobbledygook - The Four Too's vs. The Four Tools.

Fast Forward Selling in Challenging Times
by Lois Creamer

The secret of success! The "P" word. It's a word we all hear constantly, however, are you practicing great positioning?

No More Root Canals
by Michael W. McLaughlin

Clients will turn their backs on "root canal" consultants, and go with the firms that deliver results and a great personal experience.

The Lean, Mean Profit Machine
by Susan Friedmann

Let’s take a look at five strategies to exercise your marketing muscle, how they relate to your trade show participation, and how all are vital to your company’s physical fitness.

Value Creation - the New Core Competency for Growth-Minded Companies
by Jeff Thull

How can you build a culture in which value creation becomes the mantra and your customers see you as an incomparable source of value? Here are some guidelines to start transforming your organization.

Four Ways to Stop Margin Erosion at the Point of Sale
by Jeff Thull

How can you ensure that your salespeople won't cave in on price and compromise margins and profitability? What can you do to prevent margin erosion at the point of sale? Here are four key tips.

Organizing for the Hunt
by Joe Grant

Should you have a full-time new business director, use a "Spark and Torch" process, or perhaps create a special new business team? And if you're an agency principal, what's your role in all this?

The Strategic and Conceptual Approach to Effective Contact Relationship Management
by Osman Baig

Learn to deal with people and not revenue sources. Develop, build, maintain, solidify and grow relationships!

New Business: No Magic Bullets
by Joe Grant

You'll dramatically improve your chances for success - and make your agency healthier and your life easier in the long run - by ruthlessly qualifying each prospect at the earliest possible stage of the romance.

Is Your Purchasing Department Stripping Value as They Reduce Costs?
by Jeff Thull

What can companies do to ensure that purchasing is not undermining other departments by diluting value and ultimately bringing down profits?

The Five Cardinal Sins of Client Relationships
by Joe Grant

We'd like to share five major factors we see for agency account turnover which if avoided will separate your firm from the also-rans, so you will experience continuous and predictable growth instead of sudden account losses.

When to Walk Away from a Sale: Nine Pivotal Questions
by Michael W. McLaughlin

Finding the answers to nine questions will help you decide whether the opportunity has the potential for profit - or peril.

Building Brand Awareness Through Tradeshows
by Susan Friedmann

There needs to be total consistency, congruity, clarity and focus in every aspect of your exhibiting program, before, during and after the show.

How Executives are Closing the Gaps Between Value Creation and Value Delivery
by Jeff Thull

The high stakes business-to-business sector is confronting a substantially unaddressed value gap. We are convinced that the key to this treasure trove of profits is the ability to bring a prime solution to your customers.

Is Client Loyalty an Oxymoron?
by Michael W. McLaughlin

Why is client loyalty elusive for so many? It doesn't have to be. Any professional service provider can transform client indifference into loyalty by putting five strategies into action.

Applying the Concepts of Continuous Improvement to Sales Leadership
by Jeff Thull

Many company executives look at the selling function as somewhat of a mystery, a black box. Because of this, the sales function is one of the last areas considered as a candidate for process analysis and performance improvement.

Are You Getting the Most Bang From Your Sponsorship Buck?
by Rob Murphy

By thinking out of the box and looking at sponsorships from a marketing and experience perspective, companies can forge strong and lasting relationships with their customers, thereby leveraging the true value of these events to drive their bottom lines.

The Best Kept Secret of the Selling World
by Jeff Thull

Developing a mutual understanding as to the cost of a critical issue or problem is a mark of a true professional salesperson. It's the best way to prevent stalls and handle price objections before they ever come up.

Own Your Niche by Building a Niche Community
by Steven Van Yoder

Slightly Famous entrepreneurs are learning that in today's world, given that most of us have an unmet need for community, one of the greatest services you can offer your clients and prospects is simply to get them together.

Five Simple Clues for How to Recognize a Great Salesperson
by Jeff Thull

A truly good sales professional is worth his or her weight in gold. He will function as a consultant for the customer, a strategic partner, and even an advocate. He will give the customer the competitive advantage.

The Power of Buzz
by Susan Friedmann

How did Hotmail gain over 12 million subscribers in 18 months? How did the very low budget movie “The Blair Witch Project” become such an incredibly successful phenomenon? The answer lies in the power of “buzz.”

Send Me in Coach!
by Don McNamara

The sales manager can assist the sales person on two levels. Getting the "what to do" formulated (the process) and then guiding the sales person through the steps of the "how to do it" (content) with finesse.

The Advertising Blur
by Bray J. Brockbank

Isn't it incredible the amount of advertising that takes place daily? What is most staggering is the amount of daily advertising that is literally wasted away and is plainly lost in every day noise and motion.

Driving Forces of Commoditization
by Jeff Thull

We need to take a hard look at the three driving forces of commoditization…advances in technology, lack of connecting unique value to customer's business drivers and pressure on buyers to make quality buying decisions.

Making a Hit with Your Marketing Campaign
by Susan Friedmann

Considered a vital link in a show's promotional plan, direct marketing is vital only if it's done right. Here are the golden rules for creating that vital, highly successful direct marketing campaign.

Welcome to Sales Management
by Mark White

There are few positions in any company more critical than sales managers. So much rides on the shoulders of these warriors. But we frequently fail to adequately prepare our sales managers to take the reins of our sales teams.

Is My Company Experiencing a Sales Breakdown?
by Dave Stein

Here are a number of the key components of an effective sales operations infrastructure. If your company is not tuned up and ready for action, you'll be left exposed, under-supported or left to waste your precious time on unproductive activities.

Interested Prospects Seldom Buy
by Jacques Werth

"Interested" is one of the most common words that salespeople use in their prospecting and selling activities. If you can get your salespeople to eliminate that word from their sales vocabulary, your company's volume of closed sales will rapidly increase.

Can Your Marketing Effort be More Conscious?
by Jamie S. Walters

Conscious enterprise originates inside - within the entrepreneur and her vision for the enterprise (and lifestyle) - and radiates with deliberateness outward. The same is the case with conscious-marketing.

Sponsorship: A Key to Powerful Marketing
by Susan A. Friedmann, CSP

Sponsorship is the fastest growing form of marketing. You can find unlimited opportunities to broaden your competitive advantage by increasing your credibility, image and prestige in sponsoring events attracting your target market.

Developing Sales Professionals in Today's Complex Selling Environment
by Jeff Thull

How do you begin to develop and motivate your sales force to operate in this challenging environment when you know you have unique and valuable solutions that are not reaching or connecting to the right people, in the right place and at the right time?

One Size Does Not Fit All: "Cultural DNA" Indicators for Marketing Success
by Suzanne Lowe

IT service firms must wake up to the reality that they can not apply one-size-fits-all client attraction and retention methods. Leaders must look to the powerful differentiation that lies within their walls - their cultural DNA, aligned around a set of instinctively preferred, personality-oriented processes.

Set the Ground Rules
by Don McNamara

Either set the ground rules of the sale or get them changed to yours. Otherwise you are playing in a game where the vendor who sets the ground rules has homefield advantage.

Is Part of Your Sales Force on Life Support?
by Jeff Thull

Selling has become so complex; its very nature has changed. A systematic approach provides a navigable path from the first step of identifying potential customers, through multiple critical decisions, the sale itself, and into expanding and retaining profitable customer relationships.

Beauty is Only Skin Deep: Does Your Firm Truly Embrace Differentiation?
by Suzanne Lowe

When it comes to differentiation, the more complex and operationally deep the differentiation strategy is, the more competitively potent it is. The "easier" and more operationally shallow methods reap the least rewards.

The CEO's Role in Large-scale Sales
by Kevin Kearns

As you decide whether to invest in pursuing the opportunity, consider which stage of the buying cycle the customer is in and how that will affect your ability to influence their decision.

Sales and Marketing Strategies for Era 3 - How to Leverage Value to Win and Keep Profitable Customers
by Jeff Thull

Is your salesforce stuck in the wrong era? If they find themselves forced to compete on price to sell value-added products or services - or even if they're trying to sell solutions to problems that customers know they have - the answer is probably yes.

Mastering the Professional Service Firm Marketplace
by Suzanne Lowe

Professional service firms can move beyond their understandable marketplace nearsightedness. They can enact more deeply strategic initiatives to influence their business arena and their own competitive trajectory.

Has Marketing Changed?
by Idris Mootee

The essence of a market lies in bringing together products and customers. Market strategy is thus the relationship of a firm's product, service and price behavior to its customer environment.

The Science and Art of "Go for the No" Selling
by Jeff Thull

Real professionals recognize that a no - after a quality diagnosis, that is - wins the potential customer's respect, leaves the door wide open for future business and frees you up to pursue a better match.

Romancing the Clone
by Don McNamara

I was extremely fortunate to have as my first sales manager a superb teacher, mentor and coach. I owe much to him, as his cordial, problem solving style commanded his clients' and his sales teams' respect.

Strategic Sales Alliances: Delights, Distractions or Disasters: Nine Ways to Tell
by Andy Birol

No matter what the economic conditions, sales alliances appear to cost little and offer much. But do they really help or just hurt your business? Here are nine ways to assure they work for your company.

Marketing Mistakes You'd be Smart to Avoid
by Susan Dunn

Resting on your laurels, hype, not having a reliable feedback system, not trusting your marketing person, being timid, not being curious, following the rules, and more!

How CEOs are Closing the Gaps Between Value Creation and Value Delivery
by Jeff Thull

The high stakes business-to-business sector is confronting a substantially unaddressed value gap. Sellers are creating complex, value-laden solutions, but their customers are unable to achieve the promise of those solutions. There is a huge and attractive opportunity in this value gap.

Service With a Smile
by John Boe

Customers describe quality customer service in terms of attention to detail and responsiveness. Customer satisfaction surveys consistently point to the fact that the little things make a big difference.

Cause-Related Marketing
by Steven Van Yoder

Get Slightly Famous! Embracing a cause makes good business sense. Other things being equal, many consumers would rather do business with a company that stands for something beyond profits.

Use Your Senses
by Don McNamara

Old style stale selling ways are fortunately being replaced by new, and greatly improved methods that give the buyer credit for intelligent decision-making.

Karate and Marketing
by Dr. Seamus Phan

Master Gogen Yamaguchi, said of the 5 secrets of Goju-Ryu Karate: "Master the basics. Move quickly. Have a calm and sound mind. Be nimble. Be smart."

How Many Ways Can I Market Thee? Let Me Count the Ways
by Susan Dunn

You must love your product or service as a true love loves their beloved. It takes deep knowledge of the attributes, and unflagging enthusiasm. Marketing constantly means saying the same thing over and over, again.

Show and Tell
by John Boe

By developing your listening skills and finding ways to keep your customers engaged during your presentation, you will dramatically increase your sales effectiveness and close more sales!

Cross-Selling Takes Teamwork
by John Boe
Cross-selling is a proactive, ongoing sales process designed to provide your existing customers with a full range of your company’s products and services.

Marketing's New Reality
by Bray J. Brockbank
With today's unsound economic uncertainties, erratic change is one of the few organizational certainties. How can an organization adjust to, and even take advantage of change, rapidly, without disrupting its critical functions?

The Fallacy of the Advent of 360° Marketing
by Martin Bihl

If everybody’s always talking about 360° marketing, how come I almost never see any? So stop talking about it and get to work.

Marketing: How to Get the Most Bang for Your Buck
by Karim A. Jaude

An examination of the myths, reality, planning your marketing approach and refining your marketing message.

The Power of Belief and Expectation
by John Boe
While you may not always get what you want, you will always get what you expect! Surprisingly, the power of belief and expectation work just as effectively on your feelings of self-doubt and limitation as they do on your thoughts of success and achievement.

Seven Ways to Grow Your Business Through Referrals
by Karim A. Jaude
The easiest way to earn business comes from customers, clients, and prospects that already know and trust you. Grow your business with a referral engine that will help you carefully cultivate and nurture your referral sources.

Selling Technology to CEOs
by Diane Seddon

Information technology has moved up the corporate agenda and it is changing the way that companies do business. To sell a solution which crosses inter-departmental boundaries, the only way that you can be sure that you are talking to the true budget holder is to go directly to the CEO.

The Rules Have Changed
by Graham Curme

In his seven point analysis, Curme examines the disconnect between strategy and action; between CEOs and their senior sales staff. He addresses the effects that inaccurate forecasting, the market malaise and under-investment in employees has on the organization and states that companies need to take control of the whole selling process in order to succeed.

The Disconnect Between CEOs & CMOs
by Pamela J. Batalis

Most of the marketing staff in most companies have dodged the accountability bullet for a long, long, time. Fellow marketers, the time has come to step up our game, and embrace the challenges that come with a seat at the grown-ups table.

Six Steps for Building Trust and Rapport
by John Boe
Successful salespeople have a knack for making people feel important. They understand the value of building trust and rapport early on in the selling process.

Build a Solutions Force: Not a Sales Force
by David A. Goldsmith & Lorrie Goldsmith
Do you dream at night of your sales force closing all the deals in your pipeline only to wake up and realize that you still don't have the Ferrari in your driveway and that very few of the leads you get ever turn into cash? Your company's approach to sales might be killing opportunity.

Recruit Your Way to the Top!
by John Boe

While there is no perfect system that can guarantee you will hire the right person every time, there are fundamental guidelines you must follow if you expect to recruit your way to the top!

Does Your Company Need More Marketing? Or Just Better Marketing?
by Mitchell Goozé
Many sales problems can be solved by improved marketing. This article describes some successful approaches to determining when to add "more" marketing to your company.

Book Summary: The Secrets of Word-of-Mouth Marketing - by George Silverman
summarized by Regine Azurin and Yvette Pantilla
Here is one of the first resources on how to harness the often underestimated power of word-of-mouth, and be heard above the media noise.

Sales Citizenship
by Don McNamara

The next time you recruit and interview a potential star performer look for the "manifested" skill of how they deal with mishaps that occur as a function of their everyday role. You see it's in their nature to get things right - it is part of their "aptitudes and abilities."

Sales Training Tips From the Trenches
by John Boe
Award winning sales managers place a high premium on training and purposefully design their training programs to be timely, relevant, realistic, and reoccurring.

Shifting the Sales Compensation Paradigm
by Don McNamara

Compensating sales efforts appropriately is one solution for protecting margins, profit and cash. Solving this issue may take creating a new paradigm for sales representative compensation.

Love the One You're With
by Michael J. Katz
Although hunting has its advantages (results tend to come faster and are generally easier to measure), for my money, farming is a much better way to live - here's why.

Touch-Point Strategy
by Bray J. Brockbank
Customer relationships can be one of a business' most valuable assets. So why are customer relationships often one of the most undervalued, under-managed, and underutilized assets a company has?

How to Retain Top Sales Talent
by Don McNamara
Of constant concern in senior management ranks is the turnover rate of their sales members. If your goal is to stabilize the sales team, improve their performance and retain your top performers, then you will want to read on.

Marketing: A Key to Long Term Success
by Dana Baldwin

Why should I think about marketing, when what I need is sales? Marketing is aimed at building the company image, building the basis for sustainable competitive advantage for the long term.

Why Piloting is Like Hiring a Top Sales Performer
by Don McNamara
Without question the most critical skills in sales management are recruiting, selecting and hiring the best sales representatives. Yet why do so many sales managers never get off the ground when it comes to these vital skills?

Book Summary: EVEolution
by Regine P. Azurin and Yvette Pantilla
For any business to survive today, it needs to understand how to market to women. Your product or service must address their complex, multiple lives as home managers, home-workers, entrepreneurs, caretakers of elderly parents, and professionals. EVEolutionize your business before it's too late!

Marketing Right: Gen Y Wants You!
by Daniel Houck

We've got news for you, Gen Y is screaming to be heard. They want to buy your products and services. All you have to do is …

Stealth Marketing
byTom FitzGerald and Linda Brakeall
Every day, invisibly, they pass behind the lines of sales resistance - and leave no trace. Guerrilla telemarketing.

Top 10 Marketing Tips
by Rick Crandall
The best definition of marketing is anything you do to get or keep a customer.

Translations for Commercials
Anonymous submission
These are the nominees for the Chevy Nova Award.  This is given out in honor of GM's fiasco in trying to market this car in Central and South America.  "No va" means, of course, in Spanish, "it doesn't go".

Related Topics: Branding | VisionEdge Marketing | Marketing Insight

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